Sales and Marketing Insights

5 Legal Risks Professional Services Organizations Face – and How to Manage Them

Posted by Adrienne Bouleris on Oct 9, 2017 9:06:22 AM

Professional services organizations, especially those providing app dev and IT consulting services, provide intangible expertise and therefore face a unique set of legal risks.

This blog describes 5 legal risks professional services organizations often face and how their C-level leaders, legal team and other departments should work together to help mitigate them.

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Topics: ERP, .HR, .Finance, .Sales and Marketing, Oracle HCM Cloud

Excelling at Outsourced Product Development in the Age of Digital Startups

Posted by Sachin Ghaisas on Aug 24, 2017 8:29:00 AM

When we talk about startups, we think of people diving into unchartered waters and passionately working toward the next big thing. All it takes is just one idea to become the next unicorn.

But just having the idea is not enough. The ability to think outside the box and reinvent is crucial for the future of startups, or any enterprise for that matter. And trust me, it’s not a cakewalk.

With such a high productivity demand, the mantra for a successful IT startup calls for innovation, comprehensive product development, utilization of cutting-edge technology, and digital transformation evangelism. It doesn’t matter if the company is in the manufacturing, logistics, automotive, retail, healthcare or IT industry, digital transformation must be omnipresent to help potential clients.

Startups face a challenging road ahead

A recently conducted study by Statistic Brain indicates the percentage of startups across various verticals still in operation after four years is the lowest for those in the IT industry. It also pointed out that U.S. startup business failure rates after five years since inception was over 50% and 70% after 10 years. 1

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Topics: .Sales and Marketing, .IT, outsourced product development, product development

Tips and Strategies for a Successful Contract Negotiation

Posted by Adrienne Bouleris on Aug 9, 2017 3:02:00 PM

Getting started on the right foot with a new client often begins with the contract negotiation process.

It’s all part of ensuring a great customer experience (CX) throughout the entire client progression—from pre-sales conversations, discovery, bidding and contract negotiations, to project planning, implementation and go-live, to billing and engagement close-out.

But negotiating contracts isn’t a one-size-fits-all kind of a game. The techniques and tactics can differ every time.

The key to a successful negotiation is to conclude it with both parties feeling like they “won.” You don’t want one party starting off with a sense of defeat or an adversarial stance because that can affect the project, relationship and prospects for future work.

As a result, sales teams and organizations as a whole should be adept at managing expectations throughout each step of the contract negotiation process. This means not just understanding a prospective client’s business and needs, but also being aware of industry best practices, and their own organization’s capabilities, requirements, and hot button items.

Technologies such as Customer Relationship Management CRM and Configure Price Quote (CPQ) systems or other applications that track clients’ or prospective customers’ information and history, can help sales managers with insights for an easier time negotiating contracts.

Here’s a few tips and strategies we use at Emtec for ensuring success during each step of the contract negotiation process:

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Topics: .Sales and Marketing, CX, contract negotiations, CRM Services

10 CRM User Adoption Strategies You Should Focus on Today

Posted by Don Sweeney on Jun 27, 2017 10:04:00 AM

I’ve received a lot of feedback over the years from clients around the notion that user adoption is the key to a successful CRM rollout. But how do you specifically ensure that users will actively engage with your CRM software?

There are many tactics you can use both before and after implementation to help increase user acceptance and adoption of a CRM, or any other enterprise application.

Everyone loves top 10 lists… so the Emtec team and I have created our own version of a top 10 list – Top 10 Strategies to Improve CRM User Adoption.

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Topics: .Sales and Marketing, CRM Services

3 Ways to Tackle Systems Integration without Fear

Posted by Mark Vogt on Jun 21, 2017 10:32:00 AM

Do you wish more of your applications could share data and communicate with each other? Time to connect with modern vendors offering application development services & consultants who will help you do so.

Most organizations need some sort of data sharing across their enterprise systems. ERP and HCM. CRM and CMS. Collaboration tools, and well, everything.

Chances are, if your company has deployed some of the more common best-of-breed business applications, you have the same pain points around systems integration as other organizations. Though many companies are getting all the bells and whistles from these siloed apps, they’re likely experiencing a huge loss of productivity when users of various applications need to work together. They’re also finding it cost prohibitive to maintain data in multiple locations. 

Three ways organizations can tackle systems integration without fear:

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Topics: .Sales and Marketing, .IT, Salesforce.com, Microsoft SharePoint Services, Application Development Services

KPIs to Measure for a Successful IT Project

Posted by Don Sweeney on Jun 6, 2017 10:32:00 AM

Many organizations approach IT projects only by their technical objectives, such as “implement X module(s)” or “replace XX application with YY application.” 

There are two main drawbacks to this process: it doesn’t address the business value of why they are doing the project in the first place and it doesn’t include any specific or measurable goals. 

To help better define and ensure success for an IT project or other initiative, organizations should identify Key Performance Indicators (KPIs) during project planning, and refer to them during implementation and rollout to guarantee primary objectives are met.

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Topics: Key Performance Indicators (KPI), .Finance, .Sales and Marketing, .IT, Business Case, Time to Value

3 Enterprise Mobility Considerations When Mobilizing Apps

Posted by Mark Whaley on May 15, 2017 9:33:00 AM

 

 When an organization decides to mobilize an application, it’s easy to wish for the moon.

It would be ideal to have an app with the latest bells and whistles that also increases brand recognition and yields additional revenue. But now that Enterprise Mobility Services are so prevalent, many organizations are realizing if a new app isn’t immediately engaging enough to the customer, they will delete it, and it will be extremely difficult to get them to re-download it again.

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Topics: .Sales and Marketing, Enterprise Mobility

Utilizing Enterprise Mobility Services to Enhance Your Business

Posted by Sreenivas Vemulapalli on May 3, 2017 11:39:00 AM

 

Going mobile isn’t just a matter of choice anymore. It’s one of the most important business strategies for many organizations. So it’s no surprise that enterprise mobility services are becoming popular worldwide to support this overarching goal.

Enterprise mobility utilizes digital platforms such as mobile phones, tablets, and laptops as part of an enterprisewide IT infrastructure for employees, clients or partners through business operations. It started as a device and content management tactic but soon evolved into a strategy to ensure that time and place are never a constraint to productivity and efficiency.

Enterprise mobility involves mobile design and development, which focuses on complete control of the flow of information while maintaining stringent security standards. Organizations need serious and focused efforts to adopt mobile enterprise management to be competitive as well as streamline business processes to help improve productivity and employee satisfaction.

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Topics: .Sales and Marketing, Enterprise Mobility

4 Ways SharePoint Services Can Help Sales & Marketing Teams Increase Revenue

Posted by Christopher Barton on Aug 2, 2016 8:21:38 AM

Many of us have worked for organizations where there’s so much sales and marketing activity that effective use of SharePoint Services was a condition of survival. And without it, there would be chaos and disorder – all killers of productivity!

If your organization has an Office365 subscription, you already own SharePoint, and its low cost and productivity-boosting benefits make it the smartest option available to consolidate functionality (that’s often inefficiently spread across several systems).

So how can a Microsoft SharePoint Implementation help your Sales & Marketing teams? Here are 4 ways Sales and Marketing departments use SharePoint to help their  teams sell more, get more from marketing investments and operate more effectively. 

The first 3 are commonly used as part of a SharePoint intranet site, but our SharePoint Consulting team developed the 4th one on their own - to make our own sales reps lives easier!

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Topics: .Sales and Marketing, .IT, UI/UX, Microsoft SharePoint Services

Create A Mobile Center of Excellence and Start Small (Part 3)

Posted by Christopher Barton on Jul 12, 2016 8:47:41 AM

"Big things have small beginnings" -Prometheus

In Part 3 we look at the philosophy of starting small with your enterprise mobility initiatives, while understanding the importance in creating a Mobile Center of Excellence (CoE). But before reading Part 3 below, I recommend you check out Part 1 and 2 of this series, where I address the 3 things you should do to ensure you maximize value from your enterprise mobility initiatives.

Your Idea Engine

“A strategy, even a great one, doesn’t implement itself” - Anonymous

Gathering a group of business users, stakeholders, and technology resources together to govern, innovate, prioritize projects, and select technologies can be one of the most important steps toward a successful Mobile strategy.  Gartner considers creation of a CoE a “Strategic Imperative” for enterprises, and assigns a 10x business impact multiple on a scale of 0 to 10! Constructed correctly, the mobile CoE will ideate internal and externally focused mobility uses and projects that drive business value and transformation.  The CoE doesn’t have to be a large group, but the members should embody and have insight into business processes and technologies used across functional areas and IT.

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Topics: .Sales and Marketing, .IT, Enterprise Mobility

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